2 of 5 Sales Tips

Tip #1 - Know your customer!

You can never know too much about your prospects, customers, or clients. It's important that you do your research regularly when it comes to your prospect or customer:

1. Research all public information about the company, industry, client base and/or individual.

2. Research your competition and how you counter their weaknesses. Be prepared to communicate the value and how your product or service could benefit them.

3. Be prepared to walk-away if its not a win for both sides.

Identify trends and changes in the market. We live in a world where sales trends are changing all the time. The lack of information about the trends of your prospects and customers can be a serious disadvantage to your success. Today's technology makes it easy to instantly identify changes in both your overall market and in the desires and buying preferences of your prospects. This knowledge will support your overall confidence when communicating with your prospects or customers.

It's important that you reach out to your prospects and customers to know how they are responding to your marketing, services, products, promotions, etc. If you don't know how your strategy or execution are working in the real world, then it makes it impossible for you to leverage your success or move away from unproductive sales strategies.

Tip #2 - Know your statistics/ Track your activities -- ROI.

You don't have to be a math or data wizard to monitor your sales efforts or investments. Tracking will uncover your weaknesses, which you can then overcome and turn into strengths. If you don't track your activities, you won't know where in the sales process your weakness lies. Furthermore, when asking for help, your mentor won't know where to begin helping you. For example, you set 14 appointments, but have zero presentations, the problem is not that you did zero presentations; the problem is that zero out of the 14 appointments resulted in no presentations. The weakness uncovered is clearly that you need to work on how to turn appointments into presentations. Examples of what you can track:
* Direct Mail/Email Campaigns
* Dials
* Voicemails
* Connects
* Appointments Set
* Presentations
* Sales

A lot of companies utilize a type of CRM (Customer Relationship Management) system to track sales efforts to results. If you or your company don't have one in place, there are a multitude of CRM resources you can utilize online (i.e. ACT, Salesforce.com). By monitoring and tracking your investment of time and money to your desired results, you'll know faster where you need to make changes to your sales plan or strategy
Brooke Dukes
Brooke Dukes> all articles
Known as an influential communicator, passionate leader and value focused consultative salesperson, Brooke has blazed a trail of multimillion-dollar achievement across industries including IT, Finance, Travel, Insurance, Coaching and Organizational Culture. A trusted advisor of CFO's, COO's and CEO's, she has leveraged intense product and service expertise to build a competitive advantage- fostering loyalty and collaborative problem solving that has been instrumental in the success of Align to Thrive, NASP and other Trusum Visions Companies.

Over the past 20 years Brooke has honed her skills as a leader and top sales professional. She was Director of Business Development for two Fortune 100 companies over 10 years before taking her skills into the private sector and building a thriving health insurance agency. Brooke joined NASP in 2007 focusing on supporting her team, coaching leaders, entrepreneurs and sales professionals and creating new client relationships in the area of cultural and behavioral change. She has worked with some of the largest and most successful companies in the world; Companies such as Lear, General Motors, United Airlines, Terumo, First Merit and many more.

As a key member of the leadership team tasked with growing the business, developing and delivering new products, coaching, training and building a strong team to support the company culture and the ultimate vision, Brooke has been instrumental in the company's revolutionary success.
  • /data/userPictures/9A52A962-55C7-4AB3-ADC4-C8629F498893.jpgAhmad Rayes7/27/2015 2:12:59 PM
    Great implementable article.